A VIDEO EBOOK covering Sales Acceleration Strategy from a video series called The Sales Accelerators. The Sales Accelerators is a video series with Barb Giamanco and Doug Lehman on the topics of sales performance and how to improve your sales process. We discuss Sales leadership strategies to improve sales performance outcomes. We explore topics like implementing a sales strategy, lead generation, social selling, sales training, value based selling, consultative selling, solution selling, buyer advocacy and other sales related topics that are relevant for accelerating your sales process and achieving results.

1. THE SALES ACCELERATORS
VIDEO EBOOK SERIES
#thesalesaccelerators
1
Talking Leadership Strategies to
Improve Sales Performance
In Lehman’s Terms with
Barb Giamanco

2. About This VIDEO EBOOK…………………..………………….….… 3
The Sales Accelerators Introduction …………….………………... 4
Misuse of Social Channels for Selling ……………………………. 5
Focus on Relevant Sales Messages……………………………….. 6
Problem Solving with Customer Value………………................... 7
Why You Win or Lose Deals – Sales Evaluation Time…………..... 8
Customer Follow-Up – Referrals Customer Advocacy …………. 9
Better Sales Lead Generation Practices………............................ 10
Consistent Sales Execution Practices …………………………….. 11
The Importance of Better Sales Training…………………............... 12
Responding to Leads Efficiently …………………..................…….. 13
Plan A Sales Strategy …………………............................................ 14
VIDEO EBOOK Resources…………………...................................... 15 - 17
The Sales Accelerators
Video Series Content
DougLehman.comBarbaraGiamanco.com
2
#thesalesaccelerators

3. ABOUT THIS VIDEO EBOOK
In Lehman’s Terms… this VIDEO EBOOK is inspired by a few factors. My
passion for sales, social media and video. I partnered with Barb Giamanco
on this task. Barb actually did a SlideShare presentation on 10 Reasons
Sale Performance Isn’t Measuring Up. The next step was adding video
content to the marketing mix. Our video collaborative efforts led to a video
series, audio podcast and now this VIDEO EBOOK.
Our objective was to develop content socially through text, audio and video.
Simply put, repurposing sales training content on all channels for media
engagement. We implemented a video interview style based on our own
expertise, sales experience, industry research and simple random
thoughts.
Our objective is to show and explain reasons why sales results are not
performing at a desired level and how to accelerate the sales process. We
hope you enjoy this content. We would love your feedback etc. Let’s keep
it social, collaborate, build brand awareness and accelerate sales socially.
Thanks for reading, watching and social listening.
3#thesalesaccelerators

4. The Sales Accelerators
Introduction
The Sales Accelerators is a video series with Barb Giamanco and
Doug Lehman on the topics of sales performance and how to improve
your sales process. We discuss Sales leadership strategies to
improve sales performance outcomes.
We explore topics like implementing a sales strategy, lead generation,
social selling, sales training, value based selling, consultative selling,
solution selling, buyer advocacy and other sales related topics that are
relevant for accelerating your sales process and achieving results.
The Voice of Reason Video Sales Ambassador
4
http://barbaragiamanco.com http://douglehman.com/
#thesalesaccelerators

5. Misuse of Social Channels For Selling
This video looks at understanding today's buyer and the importance of
having a focused and relevant sales message
The Best Social Channels are where
your customers and buyers are likely to be.
5
https://youtu.be/mg8d_PQCfRE
Be that trusted advisor socially, use your
inbound marketing strategy to convey
value to your buyers so they want to do
business with you.

6. Focus on Relevant Sales Messages
This video looks at understanding today's buyer and the importance of
having a focused and relevant sales message.
The reality is your message does matter.
Do you actually know what it says about
you? Your message needs to be relevant.
6
https://youtu.be/cFk9Qvy_dZw
Conveying value to the correct person at
the right time matters because
relevancy has a deadline. Be relevant by
providing value based information is
critical in the sales process.

7. Problem Solving – Adding Customer Value
This video looks at understanding today's buyer and the importance of
providing customer value and problem solving.
Be present and listen to buyers by taking
your Sales agenda off the table. Ask the
right questions and solve problems for
decision makers.
7
https://youtu.be/ewmJfRdreTc
Be able to adjust your presentation
style to uncover needs, be an agile
seller.

8. Know Why You Won or Lost Deals
Sales Evaluation Time
This video looks at sales evaluation. Why you lost or won the deal.
If you know why you won the deal then you
can replicate that approach and make sure
other reps follow that process while
measuring consistency.
8
https://youtu.be/SO2UWss9G70
Objections don’t necessarily mean
you are losing the deal. It’s a chance
to negotiate, evaluate and share
some insightful needed information.

9. Improving Sales Customer Follow-Up
Referrals Customer Advocacy
This video looks at understanding today's buyer and the importance of
sales and customer follow-up, repeat business and customer advocacy.
The importance of following up with
customers can’t be overstated. One touch
isn’t enough. Stay in front of buyers in
multiple ways. Be persistent, add value.
9
https://youtu.be/3jOfxfDKW0o
Nurture your customer relationships
to develop ongoing, repeat business
and getting referrals for more
business.

10. Better Sales Lead Generation Practices
This video looks at understanding today's buyer and the importance of
proper lead generation for sales.
Lead generation can be a combination of
offline and online activities…outbound and
inbound activities. Better qualified leads
lead to more sales opportunities.
10
https://youtu.be/SSl2JSE6kZE
There are many lead generation
software tools and account base
marketing programs. You still have to
qualify leads before investing time in
trying to make a sale.

11. Consistent Sales Execution Practices
This video looks at sales execution and the importance of having a
consistent sales strategy.
If you're not consistent, especially in the
social space, people won’t think of you
when they are ready to buy. Be TOM – top
of mind.
11
https://youtu.be/MhhtqrvpKPM
Be consistent, deliver value and
separate yourself from the noise.
Provide fresh insight so buyers will
have a desire to do business with
you.

12. The Importance of Better Sales Training
This video looks at importance of sales training and the sales education
process from a company perspective, as well as individual sales
development training.
Companies need to invest in training their
people. Training is not an event, it’s an
ongoing process that includes constant
reinforcement and coaching.
12
https://youtu.be/S8iQAMPgMlY
Do you have the communication
skills, the sales acumen to go out and
sell, present and be an influencer?
Are you prepared to execute and
deliver results consistently?

13. Responding To Leads Efficiently
This video looks at sales and customer follow-up, responding to leads
efficiently.
Salespeople need to be responsive to
inbound opportunities…the faster you
respond, the faster you accelerate the sales
process to a potential close. Are you getting
back in hours or days?
13
https://youtu.be/3ygFLCeiDJA
Be responsive to your customer
leads, get back to your clients,
answer questions, solve problems in
a timely manner. If you don’t, the
competition will.

14. Develop A Sales Strategy – Have A Plan!
This video looks at understanding today's buyer and the importance of
having a strategic plan that you consistently act on.
If you are not seeing success results with
your sales and social selling activity, the
most likely reason is that didn’t start with a
plan. How can you win if you don’t
measure and track?
14
https://youtu.be/3ygFLCeiDJA
Outline a strategic plan. Determine
the characteristics of your target
buyer, deliver insightful information
through the right social channels to
the correct decision makers.

15. VIDEO EBOOK RESOURCES
The SlideShare Presentation that inspired the 10 Part Video Series
15
“10 Reasons Sales Performance Isn't Measuring Up”
Podcast

16. VIDEO EBOOK RESOURCES
16
VIDEO PLAYLIST – All Ten Videos
* BONUS VIDEO EBOOK

17. Let’s Connect
CONNECT, COLLABORATE, CLOSE! 17
Barbara Giamanco, Sales and Social Selling Advisor
404-647-4925
barbara.giamanco@scs-connect.com
www.linkedin.com/in/barbaragiamanco
www.twitter.com/barbaragiamanco
Doug Lehman, Video Brand Ambassador Sales Trainer
678-464-6678
doug@douglehman.com
https://www.linkedin.com/in/douglehman
www.twitter.com/douglehman